About this role
Position Responsibilities
• Meet or exceed quarterly and annual retention and ARR growth targets
• Own each license on the quarterly Available to Renew (ATR) report through to resolution: renewed or replaced, with a goal of zero churn
• Identify and execute sales activities that increase the value of each renewal by adding users, extending term lengths, reducing Special Bid discounts, migrating to higher-tier SKUs, or trading up hardware
• Coordinate renewal outreach with channel partners, distributors, and internal sales teams to ensure every customer is contacted in the most effective way and timeframe, avoiding duplicate effort
• Support incumbent channel partners — and occasionally lead the effort — in proactively contacting end users ahead of expiration to secure renewal or replacement commitments, and in becoming self-sufficient at eliminating churn and growing ARR at renewal
• Maintain an accurate pipeline of renewal opportunities in Salesforce that corresponds to the ATR report, recording sales activity, progressing opportunities through sales stages, and keeping forecast category, estimated renewal value, close date, and resolution status current for every license
• Use the outreach platforms provided by WatchGuard to call, email, and host meetings with partners, distributors, and end customers, meeting all activity metrics set by your manager
• Be responsible for a quarterly renewal forecast, updated weekly and delivered to your manager by the assigned deadline
• Identify and qualify new business and expansion opportunities that surface during renewal conversations with customers and partners, and hand off qualified opportunities to the appropriate Channel Account Manager (CAM) to own and close
• Maintain clear separation from Channel Account Managers by focusing on renewal, retention, and expansion-at-renewal — surfacing and handing off new business opportunities rather than running or closing them
• Remain knowledgeable of WatchGuard’s full product portfolio to identify replacement and upgrade paths for expiring licenses
Skills and Qualifications
• Bachelor’s degree or an equivalent combination of education and experience
• Native/fluent French (preferred), Italian or Spanish and fluent English are required
• Experience in sales, account management, or customer retention/renewals required
• Experience in two-tier channel sales with distribution partners is preferred
• Previous experience as a top-performing Business Development or Sales Development Representative in the cybersecurity industry will be considered
• Candidates from outside the cybersecurity industry must demonstrate a proven track record of achieving targets and exceeding quota in a commission-based sales role
• Demonstrated ability to manage a high-volume book of business and prioritize by risk and value
• Strong negotiation, written, and verbal communication skills
• Outstanding organizational and time management skills; comfortable owning a defined book of business against a recurring quarterly cycle
• Understanding of computer networking, network security and computer peripheral products in network environments a plus
• Proficiency with Microsoft Office and Salesforce required; proficiency with analytics tools such as Power BI and engagement platforms such as Outreach.io, SalesLoft, or Gainsight preferred
• Willing and able to work full-time onsite from WatchGuard’s local sales office, as this is an inside sales role